Are you a giver or a taker? | Adam Grant

Translator: Leslie Gauthier Reviewer: Camille Martínez

Prevoditelj: Sanda L Recezent: Mensur Pelinkovic

I want you to look around the room for a minute

Želim da se na minutu osvrnete oko sebe

i pokušate naći najparanoičniju osobu ovdje.

and try to find the most paranoid person here --

(Laughter)

(Smijeh)

And then I want you to point at that person for me.

A zatim želim da mi pokažete tu osobu.

(Laughter)

(Smijeh)

OK, don't actually do it.

OK, nemojte to zaista raditi.

(Laughter)

(Smijeh)

No, kao organizacijski psiholog

But, as an organizational psychologist,

I spend a lot of time in workplaces,

mnogo vremena provodim na radnim mjestima

and I find paranoia everywhere.

i paranoju susrećem svugdje.

Paranoia is caused by people that I call "takers."

Paranoju uzrokuju ljudi koje nazivam "oni koji uzimaju".

Takers are self-serving in their interactions.

Te osobe su sebične u odnosima s drugima.

Sve se vrti oko toga što ti možeš učiniti za mene.

It's all about what can you do for me.

The opposite is a giver.

Suprotan mu je "onaj koji daje".

It's somebody who approaches most interactions by asking,

Takva osoba većinom drugima pristupa pitanjem

"Što ja mogu učiniti za tebe?"

"What can I do for you?"

Želio sam vam dati priliku da razmislite o vlastitom stilu.

I wanted to give you a chance to think about your own style.

Svi imamo trenutke kada dajemo i uzimamo.

We all have moments of giving and taking.

Vaš stil je onaj kojim se odnosite najčešće prema većini ljudi,

Your style is how you treat most of the people most of the time,

vaša konstanta.

your default.

Imam za vas kratki test,

I have a short test you can take

kako biste saznali jeste li više onaj koji daje ili uzima,

to figure out if you're more of a giver or a taker,

i možete to provjeriti odmah.

and you can take it right now.

[Test narcisoidnosti]

[The Narcissist Test]

[Step 1: Take a moment to think about yourself.]

[1. korak: Razmislite nakratko o sebi.]

(Laughter)

(Smijeh)

[Step 2: If you made it to Step 2, you are not a narcissist.]

[2. korak: Ako ste došli do 2. koraka, niste narcisoidni.]

(Laughter)

(Smijeh)

Ovo je jedino što ću danas reći, a da iza toga ne stoje podaci,

This is the only thing I will say today that has no data behind it,

but I am convinced the longer it takes for you to laugh at this cartoon,

no uvjeren sam, što vam duže treba da se nasmijete ovom stripu,

trebali bismo biti zabrinutiji da ste onaj koji uzima.

the more worried we should be that you're a taker.

(Laughter)

(Smijeh)

Of course, not all takers are narcissists.

Naravno, nisu svi koji uzimaju narcisoidni.

Some are just givers who got burned one too many times.

Neki su i oni koji daju, ali su se previše puta opekli.

Then there's another kind of taker that we won't be addressing today,

Tu je i još jedan tip onih koji uzimaju, o kojima danas nećemo govoriti,

and that's called a psychopath.

a zovu se psihopati.

(Smijeh)

(Laughter)

I was curious, though, about how common these extremes are,

Ipak, bio sam znatiželjan koliko su česta ova dva ekstrema,

and so I surveyed over 30,000 people across industries

stoga sam ispitao preko 30.000 ljudi iz različih grana

kroz različite kulture.

around the world's cultures.

And I found that most people are right in the middle

I otkrio sam da je većina ljudi točno u sredini,

između davanja i uzimanja.

between giving and taking.

They choose this third style called "matching."

Oni biraju treći način, tzv. usklađivanje.

Ako ste ovaj tip, nastojite držati ravnotežu između davanja i uzimanja:

If you're a matcher, you try to keep an even balance of give and take:

quid pro quo -- I'll do something for you if you do something for me.

Quid pro quo - Učinit ću nešto za tebe, ako ćeš i ti za mene.

And that seems like a safe way to live your life.

I to se čini kao siguran način da se ide kroz život.

No, je li to najučinkovitiji i najproduktivniji način za vaš život?

But is it the most effective and productive way to live your life?

Odgovor na to pitanje vrlo je sigurno...

The answer to that question is a very definitive ...

maybe.

možda.

(Smijeh)

(Laughter)

I studied dozens of organizations,

Proučavao sam desetke organizacija,

thousands of people.

na tisuće ljudi.

I had engineers measuring their productivity.

Imao sam inženjere kojima se mjerila produktivnost.

(Laughter)

(Smijeh)

I looked at medical students' grades --

Pogledao sam ocjene studenata medicine,

even salespeople's revenue.

čak i prodajne rezultate ljudi iz prodaje.

(Laughter)

(Smijeh)

I, neočekivano,

And, unexpectedly,

the worst performers in each of these jobs were the givers.

najlošije rezultate u svakom od ovih poslova, imali su oni koji daju.

The engineers who got the least work done

Inženjeri koji su obavili najmanje posla,

were the ones who did more favors than they got back.

oni su koji su više usluga davali nego primali.

Toliko su bili zauzeti radeći tuđe poslove,

They were so busy doing other people's jobs,

da im je doslovno ponestalo vremena i energije za dovršenje vlastitog posla.

they literally ran out of time and energy to get their own work completed.

Na medicinskom fakultetu najlošije ocjene imali su studenti,

In medical school, the lowest grades belong to the students

who agree most strongly with statements like,

koji se najviše slažu s izjavama poput,

"Volim pomagati drugima".

"I love helping others,"

To znači da je liječnik kojem trebate vjerovati,

which suggests the doctor you ought to trust

onaj koji je došao na fakultet bez želje da ikome pomaže.

is the one who came to med school with no desire to help anybody.

(Smijeh)

(Laughter)

And then in sales, too, the lowest revenue accrued

Isto je i u prodaji, najmanje prihoda dolazilo je

in the most generous salespeople.

od najvelikodušnijih prodavača.

I actually reached out to one of those salespeople

Došao sam do jednog od tih ljudi u prodaji,

visoko ocjenjenog kao "davatelj".

who had a very high giver score.

And I asked him, "Why do you suck at your job --"

I pitao sam ga: "Zašto si tako loš u svom poslu?"

I didn't ask it that way, but --

Nisam ga baš tako pitao, ali...

(Laughter)

(Smijeh)

"What's the cost of generosity in sales?"

"Koja je cijena velikodušnosti u prodaji?"

And he said, "Well, I just care so deeply about my customers

A on je rekao: "Pa, jednostavno mi je toliko stalo do mojih klijenata,

that I would never sell them one of our crappy products."

da im nikada ne bih prodao neki od naših užasnih proizvoda."

(Laughter)

(Smijeh)

So just out of curiosity,

Čisto iz znatiželje,

koliko vas se više smatra onima koji daju, od onih koji uzimaju ili usklađuju?

how many of you self-identify more as givers than takers or matchers?

Raise your hands.

Podignite ruku.

OK, it would have been more before we talked about these data.

OK, bilo bi vas više prije nego što bismo iznijeli ove podatke.

But actually, it turns out there's a twist here,

No, izgleda da se ovdje radi o jednom obratu,

jer oni koji daju često se žrtvuju,

because givers are often sacrificing themselves,

but they make their organizations better.

ali i čine svoje organizacije boljima.

We have a huge body of evidence --

Imamo mnoštvo dokaza...

Mnoge studije promatrale su učestalost ponašanja "davanja"

many, many studies looking at the frequency of giving behavior

that exists in a team or an organization --

koje postoji u timu ili organizaciji,

i što češće ljudi pomažu i dijele svoje znanje

and the more often people are helping and sharing their knowledge

te nude mentorstvo,

and providing mentoring,

organizacije imaju bolje rezultate u svemu što mjerimo:

the better organizations do on every metric we can measure:

veći profit, zadovoljnije klijente, ostajanje zaposlenih u tvrtci,

higher profits, customer satisfaction, employee retention --

even lower operating expenses.

čak i niže operativne troškove.

Dakle, "davatelji" provode mnogo vremena pokušavajući pomoći drugima

So givers spend a lot of time trying to help other people

and improve the team,

te poboljšati svoj tim,

and then, unfortunately, they suffer along the way.

no tada, nažalost, putem i ispaštaju.

Želim pričati o tome što je potrebno

I want to talk about what it takes

to build cultures where givers actually get to succeed.

za stvaranje kultura gdje oni koji daju, ujedno i postaju uspješni.

So I wondered, then, if givers are the worst performers,

I zato sam se upitao, ako oni koji daju imaju najlošije rezultate,

who are the best performers?

tko su oni s najboljim rezultatima?

Let me start with the good news: it's not the takers.

Odmah ću reći dobru vijest - to nisu oni koji uzimaju.

Oni koji uzimaju brzo se uspinju, ali i brzo padaju u većini poslova.

Takers tend to rise quickly but also fall quickly in most jobs.

And they fall at the hands of matchers.

A padaju "onima koji usklađuju".

If you're a matcher, you believe in "An eye for an eye" -- a just world.

Ako ste onaj koji usklađuje, vjerujete u izreku - "Oko za oko,..."

I kada sretnete onoga koji uzima,

And so when you meet a taker,

you feel like it's your mission in life

mislite da je vaša životna misija

to just punish the hell out of that person.

apsolutno strogo kazniti takvu osobu.

(Laughter)

(Smijeh)

And that way justice gets served.

I tada je pravda zadovoljena.

Većina ljudi i jest ona koja usklađuje.

Well, most people are matchers.

To znači, ako ste onaj koji uzima,

And that means if you're a taker,

it tends to catch up with you eventually;

prije ili kasnije će se s vama obračunati,

what goes around will come around.

sve se vraća, sve se plaća.

And so the logical conclusion is:

Dakle, logičan zaključak je:

mora da oni koji usklađuju, ujedno imaju i najbolje rezultate.

it must be the matchers who are the best performers.

But they're not.

Ali nemaju.

In every job, in every organization I've ever studied,

U svakom poslu i organizaciji koju sam ikada proučavao,

najbolji rezultati ponovo pripadaju onima koji daju.

the best results belong to the givers again.

Take a look at some data I gathered from hundreds of salespeople,

Pogledajte podatke koje sam prikupio od stotina prodavača,

tracking their revenue.

prateći njihovu prodaju.

Možete vidjeti da oni koji daju idu u obje krajnosti.

What you can see is that the givers go to both extremes.

Oni čine većinu onih koji imaju najnižu prodaju,

They make up the majority of people who bring in the lowest revenue,

ali i najvišu prodaju.

but also the highest revenue.

Isti obrasci javljaju se i kod produktivnosti inženjera,

The same patterns were true for engineers' productivity

te kod ocjena studenata medicine.

and medical students' grades.

Oni koji daju prevladavaju i na dnu i na vrhu,

Givers are overrepresented at the bottom and at the top

u svakom mjerenju uspješnosti koje sam pratio.

of every success metric that I can track.

Što dovodi do pitanja:

Which raises the question:

Kako stvoriti svijet u kojem će više briljirati oni koji daju?

How do we create a world where more of these givers get to excel?

I want to talk about how to do that, not just in businesses,

Objasnit ću kako to učiniti, ne samo u poslovanju,

but also in nonprofits, schools --

već i u neprofitnom sektoru, školstvu,

even governments.

čak i u državnim upravama.

Are you ready?

Jeste li spremni?

(Cheers)

(Klicanje)

I was going to do it anyway, but I appreciate the enthusiasm.

Ionako sam to htio učiniti, no cijenim entuzijazam.

(Smijeh)

(Laughter)

The first thing that's really critical

Prva, zaista ključna stvar,

is to recognize that givers are your most valuable people,

prepoznati one koje daju kao vaše najdragocjenije ljude,

no ako nisu oprezni, istrošit će se.

but if they're not careful, they burn out.

So you have to protect the givers in your midst.

Zato one koji daju morate zaštititi u svojoj sredini.

I naučio sam važnu lekciju o tome od najutjecajnije osobe, prema Fortune-u,

And I learned a great lesson about this from Fortune's best networker.

It's the guy, not the cat.

Radi se o ovom čovjeku, ne o mački.

(Laughter)

(Smijeh)

His name is Adam Rifkin.

Njegovo ime je Adam Rifkin.

He's a very successful serial entrepreneur

Vrlo je uspješan serijski poduzetnik,

who spends a huge amount of his time helping other people.

koji provodi ogromnu količinu svog vremena pomažući drugima.

And his secret weapon is the five-minute favor.

Njegovo tajno oružje je "petominutna usluga."

Adam said, "You don't have to be Mother Teresa or Gandhi

Adam je rekao, "Ne moraš biti Majka Tereza ili Gandhi,

to be a giver.

da bi davao.

Samo moraš naći male načine davanja velike vrijednosti

You just have to find small ways to add large value

to other people's lives."

životima drugih ljudi."

To može biti nešto jednostavno,

That could be as simple as making an introduction

kao upoznavanje dvoje ljudi koji će od tog susreta imati koristi.

between two people who could benefit from knowing each other.

To može biti dijeljenje znanja ili pružanje povratne informacije.

It could be sharing your knowledge or giving a little bit of feedback.

A može biti i nešto osnovno, kao da kažete,

Or It might be even something as basic as saying,

"Znaš,

"You know,

potrudit ću se saznati

I'm going to try and figure out

ako mogu prepoznati nekoga, čiji rad je prošao nezapaženo."

if I can recognize somebody whose work has gone unnoticed."

And those five-minute favors are really critical

I takve male usluge zaista su ključne,

to helping givers set boundaries and protect themselves.

kako bi onima koji daju pomogle postaviti granice i zaštititi se.

The second thing that matters

I druga važna stvar,

if you want to build a culture where givers succeed,

ako želite stvoriti kulturu gdje davatelji uspijevaju,

is you actually need a culture where help-seeking is the norm;

zapravo trebate kulturu gdje je traženje pomoći pravilo,

where people ask a lot.

tamo gdje ljudi puno pitaju.

This may hit a little too close to home for some of you.

Ovo će nekima od vas izgledati i suviše blisko.

[So in all your relationships, you always have to be the giver?]

[Znači, u svim svojim odnosima, uvijek moraš biti onaj koji daje?]

(Laughter)

(Smijeh)

What you see with successful givers

Kod uspješnih davatelja primjećujete,

što oni prepoznaju da je u redu biti i primatelj.

is they recognize that it's OK to be a receiver, too.

If you run an organization, we can actually make this easier.

Ako vodite organizaciju, možemo ovo i pojednostaviti.

We can make it easier for people to ask for help.

Možemo ljudima pojednostaviti da zatraže pomoć.

A couple colleagues and I studied hospitals.

Nekoliko kolega i ja proučavali smo bolnice.

Uočili smo da na nekim katovima medicinske sestre često traže pomoć,

We found that on certain floors, nurses did a lot of help-seeking,

a na drugima vrlo malo.

and on other floors, they did very little of it.

Ono što se istaknulo na katovima gdje je traženje pomoći bilo uobičajeno,

The factor that stood out on the floors where help-seeking was common,

where it was the norm,

gdje je to bilo pravilo,

što je tamo bila jedna sestra, čiji jedini posao je bio

was there was just one nurse whose sole job it was

to help other nurses on the unit.

pomoći ostalim sestrama na odjelu.

When that role was available,

Kada je ta uloga bila dostupna, sestre su rekle:

nurses said, "It's not embarrassing, it's not vulnerable to ask for help --

"Nije sramotno, nije slabost tražiti pomoć,

it's actually encouraged."

zapravo je poticajno."

Help-seeking isn't important just for protecting the success

Traženje pomoći nije važno samo za zaštitu uspjeha

i dobrobiti onih koji daju.

and the well-being of givers.

It's also critical to getting more people to act like givers,

Ono je ključno i za pridobivanje ljudi da i sami počnu davati,

because the data say

jer podaci govore,

that somewhere between 75 and 90 percent of all giving in organizations

da negdje između 75%-90% svih davanja u organizacijama

počinje upitom.

starts with a request.

But a lot of people don't ask.

No, mnogo ljudi ne pita.

They don't want to look incompetent,

Ne žele izgledati nesposobno,

they don't know where to turn, they don't want to burden others.

ne znaju koga pitati, ne žele biti teret drugima.

Yet if nobody ever asks for help,

I ako nitko nikada ne zatraži pomoć,

imate mnogo frustriranih davatelja u organizaciji,

you have a lot of frustrated givers in your organization

who would love to step up and contribute,

koji bi voljeli istaknuti se i doprinijeti,

if they only knew who could benefit and how.

samo ako bi znali tko bi i kako imao koristi.

But I think the most important thing,

No, mislim da je najvažnije,

ako želite stvoriti kulturu gdje su oni koji daju uspješni,

if you want to build a culture of successful givers,

is to be thoughtful about who you let onto your team.

da dobro promislite koga puštate u svoj tim.

I figured, you want a culture of productive generosity,

Shvatio sam, ako želite kulturu produktivne velikodušnosti,

you should hire a bunch of givers.

zaposlit ćete mnogo onih koji daju.

But I was surprised to discover, actually, that that was not right --

No, bio sam iznenađen otkrivši da to, zapravo, nije točno,

that the negative impact of a taker on a culture

da negativni utjecaj onoga koji uzima na samu kulturu,

zapravo je dvostruko ili trostruko veći od pozitivnog utjecaja davatelja.

is usually double to triple the positive impact of a giver.

Think about it this way:

Zamislite to ovako:

one bad apple can spoil a barrel,

jedna trula jabuka kvari ostale jabuke,

but one good egg just does not make a dozen.

no jedna lasta ne čini proljeće.

I don't know what that means --

Ne znam što to znači...

(Laughter)

(Smijeh)

But I hope you do.

Ali nadam se da vi znate.

Dovedete li u tim jednoga koji uzima,

No -- let even one taker into a team,

and you will see that the givers will stop helping.

vidjet ćete kako oni koji daju prestaju pomagati.

They'll say, "I'm surrounded by a bunch of snakes and sharks.

Reći će: "Okružen sam zmijama i morskim psima.

Zašto da ičemu pridonesem?"

Why should I contribute?"

Whereas if you let one giver into a team,

No, ako u tim dovedete jednoga koji daje,

you don't get an explosion of generosity.

ne dolazi do explozije velikodušnosti.

Češće će ljudi reći:

More often, people are like,

"Great! That person can do all our work."

"Super! Ta osoba osoba može odraditi sav naš posao!"

Zato uspješno zapošljavanje, analiziranje i stvaranje tima

So, effective hiring and screening and team building

is not about bringing in the givers;

nije u dovođenju onih koji daju,

već o odvođenju onih koji uzimaju.

it's about weeding out the takers.

Ako to dobro izvedete,

If you can do that well,

ostat će vam oni koji daju i koji usklađuju.

you'll be left with givers and matchers.

Davatelji će biti velikodušni

The givers will be generous

because they don't have to worry about the consequences.

jer neće morati brinuti o posljedicama.

A najbolje kod onih koji usklađuju je to što slijede pravila.

And the beauty of the matchers is that they follow the norm.

So how do you catch a taker before it's too late?

I kako ćete uloviti onoga koji uzima prije nego bude prekasno?

We're actually pretty bad at figuring out who's a taker,

Mi sami slabi smo u procjeni tko je onaj koji uzima,

especially on first impressions.

naročito kod prvog dojma.

There's a personality trait that throws us off.

Ima jedna crta osobnosti koja nas odvraća u tome,

It's called agreeableness,

a zove se prijaznost,

jedna od najvažnijih osobina ličnosti u svim kulturama.

one the major dimensions of personality across cultures.

Agreeable people are warm and friendly, they're nice, they're polite.

Prijazni ljudi su topli, prijateljski, dragi i ljubazni.

You find a lot of them in Canada --

Mnogo takvih ljudi naći ćete u Kanadi...

(Laughter)

(Smijeh)

Where there was actually a national contest

gdje je, zapravo, bilo i jedno državno natjecanje

to come up with a new Canadian slogan and fill in the blank,

za novi kanadski slogan kako bi se popunila praznina u

"Kanadski kao..."

"As Canadian as ..."

I thought the winning entry was going to be,

Mislio sam da će pobijediti izraz

"Kanadski kao javorov sirup" ili "... hokej na ledu".

"As Canadian as maple syrup," or, "... ice hockey."

Ali ne, Kanađani su za svoj novi nacionalni slogan odabrali,

But no, Canadians voted for their new national slogan to be --

ne šalim se,

I kid you not --

"Kanadski koliko je moguće, obzirom na okolnosti."

"As Canadian as possible under the circumstances."

(Smijeh)

(Laughter)

Oni od vas koji su jako prijazni,

Now for those of you who are highly agreeable,

ili možda i malo Kanađani,

or maybe slightly Canadian,

you get this right away.

odmah ovo shvaćaju.

Kako bih uopće mogao reći da sam išta,

How could I ever say I'm any one thing

kada se stalno trudim udovoljavati drugima?

when I'm constantly adapting to try to please other people?

Disagreeable people do less of it.

Neprijazni ljudi to manje čine.

They're more critical, skeptical, challenging,

Oni su kritičniji, skeptičniji, izazovniji,

and far more likely than their peers to go to law school.

i vjerojatnije je da će studirati pravo, nego njihovi vršnjaci.

(Laughter)

(Smijeh)

That's not a joke, that's actually an empirical fact.

Ovo nije vic, već, zapravo, empirijska činjenica.

(Smijeh)

(Laughter)

Uvijek sam pretpostavljao da su prijazni ljudi oni koji daju,

So I always assumed that agreeable people were givers

and disagreeable people were takers.

a neprijazni oni koji uzimaju.

But then I gathered the data,

No, tada sam prikupio podatke,

and I was stunned to find no correlation between those traits,

i bio zapanjen činjenicom da nema korelacije između ova dva svojstva,

because it turns out that agreeableness-disagreeableness

jer ispada da su prijaznost-neprijaznost

vaš zaštitni omotač.

is your outer veneer:

Koliko je ugodno družiti se s vama?

How pleasant is it to interact with you?

Davanje i uzimanje više su vaši unutarnji motivi.

Whereas giving and taking are more of your inner motives:

What are your values? What are your intentions toward others?

Koje su vaše vrijednosti? Koje su vaše namjere prema drugima?

If you really want to judge people accurately,

Ako zaista želite točno procijeniti ljude,

morate doći do trenutka kojeg svaki savjetnik iščekuje

you have to get to the moment every consultant in the room is waiting for,

i nacrtati tabelu "dva na dva".

and draw a two-by-two.

(Laughter)

(Smijeh)

The agreeable givers are easy to spot:

One prijazne koji daju lako je uočiti:

they say yes to everything.

oni na sve kažu "da".

The disagreeable takers are also recognized quickly,

One neprijazne koji uzimaju također se brzo prepozna,

although you might call them by a slightly different name.

iako ćete ih možda zvati nešto drugačijim imenom.

(Laughter)

(Smijeh)

We forget about the other two combinations.

Zaboravljamo na preostale dvije kombinacije.

There are disagreeable givers in our organizations.

Jedni su oni neprijazni koji daju u vašoj organizaciji.

There are people who are gruff and tough on the surface

To su osorne i grube osobe na površini,

but underneath have others' best interests at heart.

no iznutra misle i na ono najbolje za druge.

Ili, kako to inženjer kaže:

Or as an engineer put it,

"Oh, disagreeable givers --

"Ah, neprijazni davatelji,

kao netko tko ima loše korisničko sučelje, ali sjajan operativni sustav."

like somebody with a bad user interface but a great operating system."

(Smijeh)

(Laughter)

If that helps you.

Ako vam je to pomoglo.

(Laughter)

(Smijeh)

Disagreeable givers are the most undervalued people in our organizations,

Neprijazni davatelji su najpodcjenjeniji ljudi u organizacijama,

because they're the ones who give the critical feedback

jer daju kritički povratnu informaciju,

ono što nitko ne želi, ali bi svatko trebao čuti.

that no one wants to hear but everyone needs to hear.

Trebamo biti puno bolji u procjeni takvih ljudi,

We need to do a much better job valuing these people

as opposed to writing them off early,

umjesto što ih rano otpišemo

and saying, "Eh, kind of prickly,

i kažemo: "Ah, malo je drzak,

must be a selfish taker."

sigurno je onaj sebični koji samo uzima."

The other combination we forget about is the deadly one --

Preostala kombinacija koju smo zaboravili je opaka,

the agreeable taker, also known as the faker.

onaj prijazni koji uzima, poznat i kao lažnjak.

This is the person who's nice to your face,

To je osoba koja je s vama naoko ljubazna,

and then will stab you right in the back.

a onda će vam zabiti nož u leđa.

(Laughter)

(Smijeh)

And my favorite way to catch these people in the interview process

Moj omiljeni način da se takvi ljudi otkriju tijekom razgovora za posao

is to ask the question,

je postaviti im pitanje,

"Možete li mi navesti četiri osobe,

"Can you give me the names of four people

čije ste karijere iz temelja unaprijedili?"

whose careers you have fundamentally improved?"

The takers will give you four names,

Oni koji uzimaju dat će vam četiri imena,

and they will all be more influential than them,

i svi će biti mnogo utjecajniji od njih,

jer ovaj tip ljudi je odličan u ulizivanju i srozavanju drugih.

because takers are great at kissing up and then kicking down.

Givers are more likely to name people who are below them in a hierarchy,

Oni koji daju vjerojatno će imenovati osobe koje su hijerarhijski ispod njih,

who don't have as much power,

koje nisu toliko moćne,

who can do them no good.

koje im nisu od koristi.

And let's face it, you all know you can learn a lot about character

Priznajmo, svi znate da možete mnogo naučiti o karakteru

by watching how someone treats their restaurant server

promatrajući kako se osoba ponaša prema konobaru u restoranu,

or their Uber driver.

ili prema vozaču taksija.

I ako sve ovo dobro napravimo,

So if we do all this well,

if we can weed takers out of organizations,

ako se riješimo onih koji uzimaju,

ako omogućimo slobodno traženje pomoći,

if we can make it safe to ask for help,

if we can protect givers from burnout

ako davatelje zaštitimo od sagorijevanja na poslu

and make it OK for them to be ambitious in pursuing their own goals

i omogućimo im da budu ambiciozni u ostvarenju svojih ciljeva,

as well as trying to help other people,

kao i u pomaganju drugima,

promijenit ćemo način na koji ljudi definiraju uspjeh.

we can actually change the way that people define success.

Umjesto da govorimo kako je sve u pobjeđivanju,

Instead of saying it's all about winning a competition,

people will realize success is really more about contribution.

ljudi će shvatiti da je uspjeh zapravo u tome koliko pridonosiš.

I believe that the most meaningful way to succeed

Vjerujem da je najsmisleniji način uspjeha

pomoći drugima da uspiju.

is to help other people succeed.

I ako možemo raširiti ovakvo vjerovanje,

And if we can spread that belief,

we can actually turn paranoia upside down.

preokrenut ćemo paranoju naopako.

There's a name for that.

Postoji i ime za to.

It's called "pronoia."

A to je "pronoja."

Pronoja je zavaravajuće vjerovanje

Pronoia is the delusional belief

that other people are plotting your well-being.

da su se drugi urotili u korist vaše dobrobiti.

(Laughter)

(Smijeh)

That they're going around behind your back

Da vam hodaju iza leđa

and saying exceptionally glowing things about you.

i govore fenomenalne stvari o vama.

The great thing about a culture of givers is that's not a delusion --

U kulturi onih koji daju odlična stvar je što to nije zabluda,

it's reality.

već stvarnost.

I want to live in a world where givers succeed,

Želim živjeti u svijetu gdje uspijevaju oni koji daju,

i nadam se da ćete mi pomoći u stvaranju takvog svijeta.

and I hope you will help me create that world.

Thank you.

Hvala vam.

(Applause)

(Pljesak)